Sr. Channel Manager, Business Development

Posted by Goal Zero on 10/22/2021

Job Basics

Industry Sector: Bike, Fishing, Hunting/Shooting, Outdoor, Snow, WaterSports

Job Categories: Business Opportunities, Management - Sales, Sales - Inside - Product & Reservations

Company Type: HardGoods/Equipment

State: UT

City: Bluffdale

Country: United States

Required Experience: 7 - 10 years

Job Type: Full Time

Salary: $80,000-108,000/Year

Required to Relocate: Yes

Required to Travel:

Employee May Telecommute: No

Job Seeker Must Live Within:

Job Description & Requirements

At Goal Zero, an NRG owned company; our mission is to empower people with a bright, safe, connected, and sustainable future by delivering smart, portable power solutions designed for everyone, everywhere.  As the market leader in portable solar power, Goal Zero solar panels, power stations, and accessories give a new breed of consumers and outdoor enthusiasts the power to go farther, regardless of their gear’s battery life. We invite you to join our adventure.

 

This position is ultimately responsible for leading and managing the new business development efforts for Goal Zero portable power solutions within assigned strategic market segments.  This position is also responsible for tactical development, negotiation, implementation and driving performance of partnerships with key companies, distribution partners, and new markets beyond traditional retail and online channels. The ideal candidate is detail oriented, relentless, curious and hungry to drive sales.  This individual will also be comfortable navigating all layers of an organization – from executive level, to technical engineers to front-line product users. As a member of the Business Development team, this position is responsible for bringing new/big ideas to the table, and creating new revenue streams through new and alternative channels. The right person will have exceptional business skills, including the ability to navigate and prioritize a large array of opportunities to drive opportunities from idea, to execution, to large scale channel opportunities.

 

 

Essential Duties & Responsibilities:
Core duties and responsibilities include the following. Other duties may be assigned.

 

• Lead the strategic development and deployment of business development efforts within the B2B Installer Channel (including Utilities, Solar and other channels as assigned)
• Evaluate potential business deals by engaging with partners to further discover and qualify opportunities
• Discover, research and explore industry and channel trends to ultimately create and execute on new opportunities or remove them as targets
• Lead negotiations, coordinate complex decision-making processes, and overcome objections to capture new business opportunities
• Seek out, activate and develop new sales opportunities in new markets with existing Goal Zero products
• Identify new/alternate channels and customers that can benefit from Goal Zero’s suite of products
• Assess and profile prospective partners to support both formulation and execution of strategic partnership, joint venture and/or other potential opportunities
• For each new opportunity, determine the revenue impact, generate finance models, identify new product requirements, create a competitive landscape, and formulate the overall engagement strategy
• Based on the assessment, develop business case, investment case, and partnership plan
• Share insights and recommendations in a structured manner in both written and oral format, persuading on the basis of facts and sound logic
• Work closely with the engineering and product development team to map out short-term and long-term product roadmap
• Assist the Business Development team in establishing a strategic direction for various channels to support exponential and often unpredictable business growth
• Coordinate the involvement of company personnel, including marketing, retail sales, support, sales ops, and supply resources, in order to meet channel performance objectives and expectations
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts within each assigned channel
• Proactively assess, clarify, and validate channel needs on an ongoing basis
• Drive adoption of company product launches and programs into assigned channels
• Lead a channel planning process that develops mutual performance objectives, financial targets, and critical milestones associated with each channel
• Manage potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement
• Forecast potential product demands for each cross-sell initiative then track and report on key metrics
• Represent the Goal Zero brand at various trade shows and events to prospect and drive new business

 

 

Required Knowledge, Skills, and Abilities:

 

• Bachelor’s Degree in appropriate field of study or equivalent work experience
• 8+ years of channel management and/or key account management
• Extensive experience in researching and critically evaluating trends, strategies and market opportunities
• Ability to develop a comprehensive go-to-market strategy for each channel assigned
• Ability to think “outside the box” and innovate to uncover new business opportunities with an entrepreneurial mindset
• Ingenious problem solver with time and resource constraints.  Approaches issues and problems through teamwork and collaborative efforts
• Self-Starter – takes steps to improve deliverables/results without having to be asked
• Able to work effectively on a team composed of people with diverse backgrounds
• Listens and accords respect to divergent points of view
• Able to clearly and concisely explain results of complex issues to non-technical decision makers
• Experience in negotiating strategic agreements and partnerships with key accounts as well as specific negotiating and communication skills to maintain industry-leading relationships
• Demonstrated experience in leading successful programs/projects
• Excellent organizational and analytical skills
• Excellent oral, written and presentation communication skills, with ability to translate technical & customer information into business solution requirements
• Excellent people management and leadership skills.
• Ability to lead the channel setting aggressive goals and expectations, while motivating effectively in the achievement of these goals
• Excellent computer skills (Microsoft Office applications, particularly Excel)
• Experience with ERP, especially MRP & MPS systems implementations 

 

 

Physical Requirements/Working Conditions:  

• Open office environment – Primary
• Evening and weekend work as job duties demand, especially in collaborating and syncing up with overseas partners
• Domestic Travel up to 25% may be required
• Occasionally requires lifting up to 50lbs as appropriate to perform duties and responsibilities

About Goal Zero

TO EMPOWER PEOPLE WITH A BRIGHT, SAFE, CONNECTED, AND SUSTAINABLE FUTURE BY DELIVERING SMART, PORTABLE POWER SOLUTIONS DESIGNED FOR EVERYONE, EVERYWHERE.